Computer Associates 2009 Annual Report Download - page 14

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Our main areas of focus for mainframe and distributed environments are:
•infrastructure management
•project and portfolio management
•IT security management, including compliance and risk management
•service management
•application performance management, and
•data center automation and virtualization
We continuously enhance our areas of focus to meet the needs of our customers and the market, which includes SaaS,
cloud computing, and other areas considered emerging technologies.
Sales and Marketing
We offer our solutions through our direct sales force, and indirectly through global systems integrators, managed service
providers, technology partners, EITM value-added resellers, original equipment manufacturers and distribution and
volume partners. We have a disciplined, structured and systematic selling process through which we concentrate on our
focus areas for both the distributed and mainframe environment.
These areas allow us to address customer needs and deepen relationships while opening the door for us to cross-sell
and up-sell additional solutions. We rely on our marketing organization to help us identify new market opportunities,
provide fact-based insight on industry and customer trends, and build awareness of our products globally to help drive
sales.
Our sales organization operates on a worldwide basis. We operate through branches, subsidiaries and partners around
the world. Approximately 46% of our revenue in fiscal 2009 was from operations outside of the United States. As of
March 31, 2009 and March 31, 2008, we had approximately 3,200 and 3,300 sales and sales support personnel,
respectively. In certain smaller geographic locations, including in the Asia-Pacific-Japan region, we use our distribution
and resale partners as our primary selling vehicle.
CA Customer Value Network
To guide customers through the process of selecting, implementing and using IT management software and help them
gain business value at every stage of the software lifecycle, we deliver proven, quality solutions and serve as a
knowledgeable, trusted partner through a range of offerings and programs that make up the CA Customer Value
Network.
The CA Customer Value Network is comprised of CA Education, CA Services, CA Support, CA Partners and CA
Communities. CA Education, CA Services, CA Support, and CA Partners provide numerous offerings from solution
implementation to technology consultation, educational programs and support services, throughout the customer’s
software ownership. CA Communities provide programs that can help customers solve problems, network with peers,
and gain insight into new products and product development to maximize efficiency, performance and business results.
Partners
As an integral part of our strategy, we enter into contractual arrangements with third parties to facilitate the
development and sale of our products. We utilize a broad base of partners to enable us to reach more customers, stay
ahead of technology trends, complement our expertise in niche areas and provide fulfillment and distribution.
We work with several types of partners:
•Global Systems Integrators (GSIs) offer process design and planning as well as vertical expertise. We work with GSIs
including, but not limited to, Accenture, Deloitte and PricewaterhouseCoopers.
•Managed Service Providers at both the global and regional level. These companies, including but not limited to, CSC,
EDS and IBM, often deliver IT services using our software products to organizations that prefer to outsource their IT
operations.
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